Guest Columnists

You Should Hate Doing Sales Presentations When I first entered into sales, untrained and hungry, I loved doing presentations. They were fun to put together

Professional Saleswomen - Equal Business Stature So, if all things are equal--equal opportunity, equal time, equal obstacles to overcome and so on--who would win the

The Issue the Prospect Brings You is Never the Real Issue A patient visits the psychiatrist because he is having trouble sleeping at night. Each

Why Do Customers Buy? How important is this question to the sales professional? How many times when a sale is made can the salesperson actually

Going for the "NO" Grace is a new salesperson, recently hired by a major software firm. She’s three months into her first year on the

In Sales, It’s Not About You…It Never Was I would like to give you three statements that I think you will agree are true: 1.